Script Break It Down Customer Objection Overcome & Assure Close Available Downloads Similar Closes
Your customer Steve has agreed to the terms and you have begun to get his paperwork started when he has a change of heart, otherwise known as buyer's remorse. He let's you know that he wants to back out.
The realization that they have made a decision has set in, next come doubt. This typically happens when the customer is left alone and has nothing the think about except for this doubt.
Your goal here is to take the pressure of the decision off of the customer and show them that they are making the right decision.
“Julie, this is moving too fast. I need to take some time to decide if this is the right decision for me.”
“That's not a problem Steve. Let's take a step backwards, you don't have to make a buying decision right now. So, how does that feel?”
“I am sure it does. I have felt that same, way. I know exactly what I want, but when it comes down to pulling the trigger and buying it, I get nervous or even scared that I am making a mistake. Let me ask you this, do you really believe this vehicle satisfies all your needs?”
“That's great, not everyone is so fortunate. So, the only question you have left to ask yourself is, do you deserve to reward yourself?”
“Then it seems to me Steve that you have already made the right decision. Let's wrap this up.”
Knowing a close like this, is critical to your success. You will have customers that try to back out, everyone does. The reason this close works is that you don't immediately attempt to re-close the customer. That is the mistake most sales people make. This close relieves the anxiety the customer is feeling about making the decision, aligns yourself with the customer and then softly brings the customer back to a “yes.”
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